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4.30.2014

Use These Two Communication ‘Secrets’ To Get What You Want

A mother said to her three-year-old daughter, “When you get a chance, can you please clean your room?”

The young girl responded, “Mom, no, I not gonna get a chance.”

A colleague told me this story about her daughter, and after I stopped laughing, I had to tell her that she hadn't used a little-recognized, yet powerful communication tool. Since she had hired me to teach assertiveness for her organization, I felt comfortable giving her this feedback.

Her stumbling block? My colleague had used a question instead of a direct assertive statement. Using a question (Can you please clean your room?) allows the other person to make the choice, and you may not get what you want. You are being less direct.

Using a direct statement, such as “Sweetie, I want you to clean your room before lunch,” makes it very clear what you expect, and as a result you are more likely to get it. Of course, there are no guarantees with three-year-olds, but even with children, you have a better chance of getting what you want when you are direct.

This “secret” can also work in the workplace. Listen to the difference: “Boss, I would like to go to the conference next week,” versus “Boss, may I go to the conference?” Both are polite, but which one sounds more likely to give the speaker what she wants? The direct statement usually has more success.

The second communication secret was summed up in Star Wars: Episode V – The Empire Strikes Back. In that movie, Yoda, the Jedi Master, proclaims: "Try not. Do, or do not. There is no try."

Be cautious with the use of the word “try,” if you want others to be accountable for their action or inaction. If you say to your employee, “Please try to meet the deadline,” he or she can always say later, “Well, I tried, but something else came up.”

You can be polite and still use a straightforward statement, such as, “I need you to meet the deadline.” As mentioned above, when you are direct, you are more likely to get what you want.

Hi Barbara,I just wanted to take a minute to say THANK YOU for taking the time to write these articles. You really post some good pointers which I think really helps a mild-mannered introvert such as myself to be more confident in how I communicate with others. Keep up the good work! :-)

A colleague told me this story about her daughter, and after I stopped laughing, I had to tell her that she hadn't use a little-recognized, yet powerful communication tool. Since she had hired me to teach assertiveness for her organization, I felt comfortable giving her this feedback. ip pbx

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About Barbara

Author of 11 business etiquette and communication books, Barbara Pachter is a leader in the field, with over 20 years experience as a trainer and coach.

She has given more than 2,500 presentations throughout the world and won numerous awards, including “Best 50 Women in Business in New Jersey.” Her books have been translated into 11 languages.
Pachter is also adjunct faculty in the School of Business, Rutgers University.

She is founder of Pachter & Associates, a business etiquette and communications training company. Her clients range from Chrysler and Microsoft to Pfizer, Cisco and Campbell Soup.

For more information on Barbara and Pachter & Associates, please visit www.pachter.com or call 856.751.6141.